5 Tips When You Have 5 Minutes with A Prospect

If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional?

Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.

Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering. The team, your main contact, is ready to view a product demonstration set for the next day. All your demos are delivered in a webinar. At 2 P.M. you get a call from your main contact who says “Great news! Tomorrow our boss, who is the real decision-maker, is going to be in our office. Rather than just showing our team what you have to offer, the boss said he would like to sit in on the first five minutes. I know you will do well.”

Don’t panic. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. You will not have to hear, “We love this, but now we have to convince our boss.” This is, however, now your number one priority to prepare. You may be seasoned, but take this seriously. Your sales manager is always telling you, “Sell to the C Suite.” This is your chance. Remember these five simple suggestions for sales success.

 

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Sales Teams – How to Interview & Hire The Best People

Job Interview

Do you ask the right questions? Do you ask the tough questions? Do you truly listen to the candidate’s responses to your questions?

How good at you at interviewing? Leading sales strategist, Jim Pancero says there are four interview mistakes most sales managers make when interviewing a new candidate for their sales team. Rather than hiring as usual and hoping for the best, apply Jim’s list of 20 tough questions to help you select the most qualified candidates. Jim Pancero and I recently teamed up for a discussion on advanced sales skills. This information-rich web event was provided for experienced sales pros as part of the FrippVT Sales Series. You can watch a video replay below. I also share Jim Pancero’s must-read article to help you select the most qualified candidates for your sales team: (more…)

The Research on Why Limited Options Can Actually Boost Sales

Jam Jars

The brain can be­come overwhelmed when evaluating multiple products, even those as simple as jam.

You’ve probably heard, “A confused mind always says, ‘No.'” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web event. This excerpt from David book explains how limiting options can actually boost sales and watch the replay of our recent web event:

Presenting Too Many Choices

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Why Stories Are An Unparalleled Way to Make Sales

The Science of Selling by David HoffeldIt might be easy to resist a sales pitch, but few can resist a good story. We grow up feeling that a story is a reward. In sales, stories are the best way to clarify the complex, create emotional connection, and persuade.  David Hoffeld, author of The Science of Selling, was a guest on my Fripp Sales Series webinar and discussed the science behind the unparalleled power of storytelling and a lot more. I share a video replay of our conversation – plus, David’s article explaining why stories are essential to sales.
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